Silence is a powerful tool in negotiation. In Getting to Yes, Fisher and Ury suggest that staying quiet can encourage the other party to reveal more information or reconsider their stance.

How to use silence effectively:

1. Pause After Making a Point: Let the other party absorb and respond.
2. Don’t Fill the Gaps: Resist the urge to over-explain or concede.
3. Listen Actively: Use silence to reflect on what’s being said.

Sometimes, the most persuasive thing you can say is nothing at all.

Reference: Fisher, R., Ury, W., & Patton, B. (2011). Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books.